Vision Report

Sales Onboarding: Translating Competencies Into Learning Outcomes

January 1st, 2018


While more than 70% of sales organizations have some type of formal onboarding program in place, many fall short of rep productivity expectations. This failure often stems from not mapping learning opportunities to role-based competencies — the skills, knowledge, and process expertise needed to execute. Revenue enablement leaders need to define the required competencies for relevant sales roles and translate these competencies into the actionable learning outcomes that are the desired end state of learning opportunities. In this report, we describe how to translate sales competencies into learning outcomes in order to guide the creation and refinement of sales onboarding programs.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.